RKAM - Trade Sales - IVD

Role Purpose

The role will be responsible for driving IVD business through the trade/channel network , including distributor and dealer management, territory expansion, secondary sales, customer development and achievement of sales targets.

The candidate will be responsible for creating market demand, strengthening the distributor network and ensuring consistent product movement and consumption across the assigned territory.

Key Responsibilities

1. Distributor & Dealer Management

• Manage and develop distributors and dealers across the assigned territory.
• Identify and appoint new channel partners in uncovered markets.
• Set and monitor distributor/dealer sales targets.
• Ensure adequate stock availability at the distributor level.
• Develop strong relationships with channel partners.
• Resolve commercial, supply and service-related issues in coordination with internal teams.

2. Sales & Business Development

• Achieve monthly, quarterly and annual sales targets.
• Drive primary and secondary sales through the distribution network.
• Identify new business opportunities and develop new territories.
• Generate demand for IVD products through hospitals, pathology labs and diagnostic centres.
• Convert competitor accounts and develop new customers.
• Prepare territory-wise sales and business development plans.

3. Customer Management

Interact with key stakeholders such as:

• Pathologists
• Microbiologists
• Biochemists
• Lab Heads
• Procurement/Purchase Teams
• Diagnostic Centre Owners
• Hospital Administrators
• Biomedical/Technical Teams

Understand customer requirements and coordinate with the Application/Technical/Service team for demonstrations, installation and product support.

4. Product Sales

The candidate may handle products such as:

• Biochemistry analyzers
• Hematology analyzers
• Immunoassay systems
• Microbiology products
• Molecular diagnostic products
• Rapid diagnostic tests
• IVD reagent kits
• Controls & calibrators
• Laboratory consumables
• Other diagnostic/medical devices

5. Commercial Management

• Handle quotations and commercial discussions.
• Coordinate pricing, discounts and distributor margins.
• Follow up on orders and payments.
• Monitor outstanding receivables.
• Ensure healthy distributor inventory and avoid stock ageing.

6. Market & Competitor Intelligence

• Track competitor products, pricing and schemes.
• Identify competitor-installed accounts.
• Monitor market trends and new product launches.
• Provide market feedback to management.
• Develop strategies for competitor conversion.

7. Reporting & Business Planning

• Prepare daily/weekly/monthly sales reports.
• Maintain sales pipeline and customer database.
• Provide territory forecasts.
• Track target vs. achievement.
• Monitor distributor-wise and product-wise sales.
• Maintain CRM/MIS reports.

Candidate Profile

The ideal candidate should have:

• 5+ years of experience in IVD / Diagnostics / Medical Devices / Laboratory Equipment .
• Strong exposure to Trade Sales / Channel Sales .
• Experience managing distributors and dealers .
• Understanding of primary and secondary sales .
• Exposure to pathology labs, diagnostic centres or hospitals.
• Strong communication and negotiation skills.
• Willingness to travel extensively within the assigned territory.
• Ability to independently manage a territory and deliver sales targets.